Ep032: Simplify, Simplify, Simplify

Chris McAllister: Hi all. Chris McAllister here with the Connect Practice Track and Grow podcast, where it’s my job to make your real estate business better and your life easier. I’m here today with my podcast partner, Laci LeBlanc, and we’re continuing with our, with part eight today of our 12 part series called protecting the goose that lays the golden eggs.

And today’s episode is titled Simplify, Simplify, Simplify. Good morning, Laci. 

Laci LeBlanc: Good morning, Chris. 

Chris McAllister: So did you see what I did there? You know, they talk about real estate, the three things that matter, location, location, location. I’m going to change it today. It’s Simplify, Simplify, Simplify. 

Laci LeBlanc: The perfect conversation, I feel, to follow the Joy of Missing Out conversation we recently had.

Chris McAllister: Yes, this is the follow up to Part 7, which was about JOMO, or the Joy of Missing Out. 

Laci LeBlanc: You know, I’ve seen like three different references to JOMO since we recorded that. My husband actually showed me a commercial, it was on a reel, but it was a commercial, an ad that talked about JOMO, and I was like, we just recorded a podcast about that.

He was like, Nuh uh. So I think that the world might be catching on. 

Chris McAllister: Maybe. So today we’re going to explore the power of simplification as a key to becoming bulletproof in both your personal and professional lives. So I want to be drawing on insights from Dan Sullivan. He’s the founder of strategic coach, and he has a book called simplifier multiplier collaboration.

And in this book, Dan lays out a fundamental truth. And that is, if you’re not simplifying or multiplying, then you’re complicating. And complicating leads to stress, inefficiency, and ultimately, failure. So what I want to kind of break down today is what it means to be a simplifier versus being a multiplier.

And I guess to kick that off, a simplifier is somebody who takes complex ideas, processes, or systems, and distills them into something clearer. More efficient and easier to manage. So simplifiers tend to focus on clarity and reducing complexity, which is essential for creating a strong foundation. And I have to say that I see myself absolutely as a simplifier.

I think it’s what I’m good at. I think it’s how my brain is wired. I think it’s, uh, it’s what I fixate on and it’s what I enjoy. On the other hand, a multiplier takes those simplified ideas and they scale them up and they spread their impact to a broader audience and that creates exponential exponential growth.

And Laci, I don’t know if you agree with me or not, but you are my number one multiplier. 

Laci LeBlanc: I’m honored. It’s an honor and a privilege. Uh, no, I do, I do agree. I think that the, the step that people miss is that first simplification step, um, before they start multiplying. And that really complicates everything.

So I think that that’s, it’s vital that it’s done. Not only both of these things are done, but in this order. Um, The perfect example that’s really, you know, kind of close to my heart right now and on my mind is we do, we do some volunteer work, my, my family and I, and we have a little group here in our town.

And I made a joke to one of the organizations that were helping after the hurricane in Western North Carolina. And I said, That when all this is done, when everybody is, you know, fed and housed and clothed and so, you know, years from now, probably I’m going to do a little class on how to organize a supply drive because simplification is the most important first step.

In organizing a supply drive, you need to ask for no more than three things. Um, but we saw a list out here of people wanting a hundred things to donate. And so, you know, you can multiply all day long. You can say, oh, we want these 20 things and you can multiply it and get it out to every person in the entire, you know, county if you want to.

But it just overwhelms people once they get it. You have to simplify first so that when you multiply, You know, if a million people see a list that you want canned goods and batteries, then that’s a really simple first step for them to take. And they’ll do that before they do something else. Um, and it’s the same way with, with your real estate business.

It’s the same way with marketing. You have to simplify first and then you can multiply and it’s far more effective. That was a really long winded explanation, but I, I feel like that works. I 

Chris McAllister: think it’s perfect. And, you know, I’m always leery of people who say that there’s two types of people in the world, but I do think there’s something to this.

Actually, there’s three types, right? There’s simplifier multipliers and complicators. And I have to tell you, I’ve been a complicator most of my career. So I’m not proud of it, but I’m, uh, I’m in therapy and I’m making progress. But of course the magic happens. When a natural simple simplifier and a natural multiplier get together that that’s where really cool things begin to happen.

So like you said, before you can multiply effectively, you have to simplify. And just like you mentioned with the relief effort there in the Asheville area, you know, I’ve experienced this firsthand too. When I first, you know, part of my Um, education, thanks to you and Dean in marketing, you know, it took me a while, but I realized that my marketing message such as it was, and what I was trying to do to get it out to the world were just way too complicated.

And I knew it wasn’t instinctually. I learned over time that I had to figure out how to simplify. And once I did. You know, I was able to, you know, thank God that I met you and we, and together we learned to multiply that message and get it out to more and more people. Now I wouldn’t say that, you know, I’ve reached a tipping point yet, or Roost has reached, reached a tipping point, but we are, my God, 10 times, a hundred times further along than we were.

Even a couple of years ago, it just took me a while to finally see how each building block of a marketing plan fit together. Right. I mean, almost like, you know, Legos fit together and it took a long time, but I finally started to get it. So for me, simplification, wasn’t just a step. I mean, it’s essential to any sort of.

Real multiplication, you know, cause I think otherwise I was just. You know, throwing things at the wall, uh, to, to see what stuck. And now, you know, thanks to you, we’re starting to see things that are sticking and, and we’re starting to understand why and figuring out how to replicate that. 

Laci LeBlanc: Yeah. I mean, I think that’s an excellent point and there are so many messages you want to get out there, right?

There are so many target audiences that you want to, as a real estate, um, agent or investor, but I mean, take, take an agent, for example, who wants to reach buyers and sellers, right? Most people don’t have this marketing mindset or think about the fact that those are two different conversations that you’re going to want to have.

And so it makes sense to have them independently of like, talk directly to buyers, talk directly to sellers, say the things to buyers that buyers are going to, you know, attach to and respond to, and say the things to sellers that they’re going to respond to. And those are not the same. message. You can, the only way you can combine that is for aware, what we call as marketers awareness purposes, which is absolutely valuable, but it’s very, um, it’s more of a, an anecdotal value, right?

Getting your name out there for awareness to all buyers and sellers. Those are the things you guys talk about with. Sponsoring sports teams and being involved in your community and, you know, showing up and, and really trying to make a difference in other ways, that’s awareness and that’s highly, highly valuable, but it’s not highly, highly targeted.

Um, and that’s the, that’s the simplification process. I think. 

Chris McAllister: I think a lot of agents and a lot of real estate companies do muddy the waters because, you know, you, let’s say you have somebody who’s interested in selling their house and maybe they follow you on. Facebook or whatever you’re doing, the advertising, you know, and they look forward to what you have to say about selling a house.

But I also think it turns them off if you’re also sending things out to them about buying a house or about investing and so forth. So we’ve tried, you know, pretty hard, even on the, on the new website. Dates that we’ve done to make sure that when we’re speaking to sellers, we’re speaking to sellers. When we’re speaking to buyers, we’re speaking to buyers.

When we’re speaking to investors, we’re speaking to investors, and, and I think that it, that’s another critical step in just simplifying things and making sure we know who we’re talking to and, and who our target good audience is. 

Laci LeBlanc: Yes, my 14 year old daughter would say like, you’re doing too much bro. Like you can’t don’t do it.

Don’t do too much. Do the least viable. That’s another Dean Jackson comp. That’s another Dean Jackson. Um, thing that I will never forget, like minimum viability, do the minimum viable thing, because that’s the simplest thing is really another word for that. 

Chris McAllister: The minimum effective dose. 

Laci LeBlanc: Exactly. Yep. 

Chris McAllister: So I want to, I want to really drive home this point with, uh, simplification, with an example that I, I just love.

So when you think about When you think about the difference in two businesses, one that’s very simple and one that has become very complicated, I always think of Costco and Starbucks and Costco in particular, I think of the Costco snack bar, right? So you go to, if you’ve ever been to a Costco snack bar, you know, it is incredibly popular.

It’s insanely profitable. I literally, if it was a standalone restaurant change chain, it would be probably the most profitable restaurant chain in the world. And the cool thing about the Costco snack bar is they offer a very few items, but they do incredibly well and they deliver consistent value.

Meanwhile, Starbucks these days is struggling very badly. And you know, they just brought in a new CEO to it with a mandate to simplify. If you’ve been into Starbucks, it’s become insanely complicated with countless products and customizations that have destroyed their profitability. And. And they’ve lost a lot of previously loyal customers and fans and the complexity at Starbucks makes the operations not just challenging, but basically untenable.

So, you know, those are really two extremes. You know, you’ve got the super focused approach with, you know, three or four different items that, you know, Are incredibly great value, incredible high quality. And then you’ve got, I think I heard it’s, it’s like, uh, well over a million possible combinations that anybody can walk in and order for a coffee drink.

And they’re finding that that business model is, is, is just untenable. The, the, uh, you know, the baristas can’t keep up and, uh, uh, the customers don’t want to, don’t want to wait. So anyway, I, I know, I know I’m belaboring the point, but I do think it’s just an incredibly. Powerful concept. And I want to, yeah, 

Laci LeBlanc: we have Sam’s clubs here, not Costco’s, but it’s the same.

They have the same thing. And I think the really great thing about it is when we go into Sam’s club, um, sometimes. My son just requests that we go in to the snack bar. So it’s, it is like, he does treat it like a restaurant at 10 years old. He just really wants to go eat at Sam’s club. Um, thanks to my, my Nana, actually same Nana we talk about all the time.

She introduced him to the Sam’s club restaurant, but we also always, we get the hot dogs. And we always go and buy, even if we’re not there for anything else, a pack of the Sam’s Club hot dogs to bring home with us to cook because they’re so good. So like, they don’t upsell you. It’s just a natural. You eat that hot dog.

It’s delicious. And then, you know, you can go and buy a pack of them right there. So, yeah, it really works out. At Starbucks, I do the exact opposite. I roll through the line. I try. To avoid having to purchase anything else or go inside or have to deal with any of that extra, uh, complication when I go through Starbucks.

So yeah, I think the simplicity invites an upsell. It invites a more pleasant experience. Um, whether you’re at Sam’s club or Costco. 

Chris McAllister: I agree completely. And I want to, I want to talk a little bit today too about, well, actually this is really the heart of the podcast is I want to talk about simplifying for real estate professionals.

And I, uh, you know, I guess the first thing to try to create a proper mindset or a simplified mindset is keeping a mind that. You know, the business of real estate is just not about us. It’s, it’s, it’s what’s in it for them. The problem is where we are today with the recent NAR settlement and so forth is, it may not be about us, but you know, Laci, it really is.

And what’s happened with this settlement is, you know, the, the business of real estate, is as complicated, you know, right now for, for, for we realtors as it has ever been, you know, I mean, if we’re going to be real about it, NAR, NAR settlement has upended how we do business and it, it, it’s hits close to home because it has upended How we get paid.

And I, I just don’t want to, I don’t want to dwell on the reality. It’s not, uh, you know, doom and gloom, but I, I just don’t want to gloss over that reality, but I do want to give, you know, everybody again, this one piece of advice, do the best you can to stop making what we’re experiencing about you, because I think the fact is, if all of us simply focus on what our clients are looking for, On their experience on giving them what, what they truly want from your services and, and from your expertise.

I think that’s the first step in allowing your business to simplify itself. 

Laci LeBlanc: Yeah, definitely. And I mean, the challenge is how do you simplify the most, the recent complications for the, the buyers and sellers that you’re working with. 

Chris McAllister: Well, I have some tips. So let’s let’s run through these. So I think the first way is that you want to empower your clients with knowledge.

and transparency. And transparency is the key to empowering your clients in today’s real estate environment. You know, clients deserve to understand the new realities of real estate transactions. And rather than sugarcoating things, you need to walk them through the changes clearly and concisely. And sometimes I think we lack the words to do this.

And I’m not saying that, you know, these words that I’m sharing today, aren’t a work in progress, but I think it’s a place, uh, if it’s not a place for the listeners to start, it’s definitely a place for me to start. So I know there’s value in that, but for example, Mr, Mr, uh, buyer seller, the industry has changed, but these changes work to your advantage.

You have more control than ever over how we structure this transaction. And I’m going to make sure as your realtor, that you understand all of your options. You know, it’s that kind of phrasing. It’s that kind of intentionality of communication that I think is going to make the difference for all of us as we interact with buyers and sellers going forward.

We’ve got to break down the options. We in the most important thing is I really believe this, that you’ve got to show your clients that they are the ones in control. We have to explain how the new commission rules give them more flexibility and empower them to make decisions that work for their budget.

And their goals. So, you know, when you’re talking to a buyer, one of the things that we can say is, you know, quote, now you can decide how you want to handle the buyer agent fee. This is going to give you more flexibility in your budget. That’s a powerful thing. And it doesn’t need to be any more complicated than that, because this really is about empowering buyers and sellers.

Financially, and it’s our job to lean into that when you’re talking to sellers. You know, I think the message is you have more choices now when it comes to offering compensation to the buyer’s agent, this lets you control more of your selling costs and tailor the deal to what works for you. That’s very powerful.

You know, if it’s an extra negotiation point for every seller, whether they want to pay a buyer agent request, a fee request, or how much of that request they want to pay, or if they’re more comfortable, or, you know, they want to at least offer and negotiate, uh, sure, you know, we’ll pay a little bit extra to buyer agent fee, but if that’s the case, you know, our bottom line will not allow us to pay it.

You know, maybe all the closing costs that you’re requesting as well. The key is we have to, we have to empower the buyers and sellers, give them the knowledge and the understanding this, this is a great thing for them that’s happening because they have more control. They’re in charge and they can literally manage their own destinies.

The second thing is that we have to focus on value. Our clients need to feel confident that they’re getting value for their investment and, and. Make no bones about it. We are an investment. You know, somebody has a 300, 000 house and you know, they’re talking about writing a check to their listing agent for, you know, depending on what your market is.

Let’s just, uh, so we don’t get in trouble. Let’s say it’s a 10%, you know, if they’re thinking about writing a check to you for 30, 000 for your services. They better feel confident about what they’re doing. And it’s the same thing with, with buyers, whatever you choose to, uh, you know, charge for your services in the market, you’ve got to make sure that the, that your client understands the value they’re getting for that investment.

And by simplifying the process, you have better chance of communicating that your value goes beyond just. The commission structure. So you want to highlight the benefits of your expertise, right? You want to shift the conversation to how your guidance, your, your counsel, your support simplifies the entire process and what’s in it for them.

It’s going to save them time. It’s going to save them stress and it’s going to save them money. So here’s another example. My goal is to make this process as easy and as beneficial for you as possible. Whether it’s getting the best offer on your home or finding the right property, I’m here to ensure you get the most out of this transaction.

Laci LeBlanc: I think that’s absolutely vital. And there’s a point I want to make here, um, because I’ve, I’ve seen so much of it lately and focusing on, you know, there’s this thing in marketing features, advantages, benefits, right? The fab, they call it fab. Um, but when you’re focusing on. The value that you provide to your clients.

So many people use I statements, right? I or we, we have this much experience or we’ve, you know, have this many clients or we manage this much, you know, money for our investors or we do this or we do that. Exactly. Exactly. But really it’s exactly in like your example statement. You, we want to get you the best offer on your home, or we want to find you the right property, right?

We want it to make as easy and beneficial for you as possible. You have to put yourself in the shoes of the client and you have to craft your messages so that it’s meaningful to them. Do they care that you have all that experience? Yes, absolutely. But is that what, is that the benefit for them? No. 

Chris McAllister: Yeah.

That’s what got you to the interview. But it has to do with what they expect from you after they agree to pay you. 

Laci LeBlanc: Yeah. And, and they don’t have to, and, and honestly, it’s not compelling enough for me to agree to pay you that you have that much experience, but what does that like, and it’s really just taking it a step further, what have, what are you using that experience to do?

How does that experience benefit them? Not you. So I think that that’s a really, like when you’re talking about value and the value that you can provide to clients, it’s so important to shift from, well, you know, I sold. A hundred houses last year, or whatever the case may be to, you know, my clients experience this with me.

And this is how it’s going to make your life easier. 

Chris McAllister: Yeah, exactly. So we have to simplify the process. You, I said, I said, I, or we, you, you, Mr. Agent listening, you have to simplify. the process for your clients. And honestly, I think too often agents complicate home buying and selling. And I think they, sometimes we do it consciously.

Some of us do as a way to make themselves indispensable. You know, we, we make it more complicated than it needs to be. We use jargon where we don’t need to use jargon. And I got to tell you, Clients hate, hate this. And I think so many of us have done it for so long. It’s one of the reasons that we ended up in the lawsuit and the, and the, and the changes that have come across to begin with, you know, instead of complicating things to make ourselves look worthy and indispensable, we need to simplify the process and again, empower our clients to move confidently through each stage of the, of the buying or selling process.

So it’s all about step by step guidance. You want to walk your clients through the transaction process, clearly step by step, and you want to avoid any confusion and stress. So one of the ways you might, might convey that is look, here’s what the next few weeks are going to look like. And I’m going to be with you every step of the way to ensure everything goes smoothly.

That’s a value statement, right? That, that is making it very, very clear what, what they’re going to, what they can expect once they agree to, um, you know, contract with you for your services. So for instance, with the new, when it comes to contracts, with the new commission rules in place, you want to use, you know, straightforward language and you want to help your clients understand each part of the agreement.

Again, it’s, it’s about doing it step by step, being very, very clear. I don’t think you’re going to run across, unless you have a, uh, a buyer that’s bought multiple properties and, and they just say, write the contract, I’ll sign it. You know, I know that happens, but I don’t think there is a single buyer or seller out there right now in the United States and well into next year who isn’t going to appreciate a real estate professional taking the time to go through the contract paragraph by paragraph so they know by the time it shows up and then dot loop that they know what it is they’re expected to electronically sign.

That is value that you can show that costs nothing you But sadly, that is not the norm these days. And if I can just stay on the stope soapbox for a little longer. The other reason I think we got into this mess during COVID was, you know, we sold a bunch of houses during COVID and a lot of the houses we didn’t walk through.

And a lot of times we didn’t even meet the buyer at best. We had a zoom meeting or a phone call and then a contract got written up. It got communicated in dot loop and bang, bang, bang. You know, it’s signed by the buyer in record time because, you know, there’s small offers and they don’t want to miss out.

There was nothing about that process that was, well, it sounds simple on the surface, but there was nothing about what they went through that was simple. And it did require some, some counseling guidance that we just didn’t know how to do during COVID. I’ll try to get off my soapbox there. No, 

Laci LeBlanc: as a, as a, I’ve only bought the one home, right.

But my family has been in real estate forever. And you, you nailed something. I think reducing anxiety about the process is absolutely worthwhile, not just for your client, obviously for your client, I was an anxious buyer. I wanted someone to explain everything to me and tell me what to expect so that I knew if something was happening, that you didn’t tell me that I could worry.

But if everything was happening, like you just told me, I didn’t need to. But it also, I mean, how much easier does that make it when you get to the, you know, the table ready to sign the papers? And there are no questions because everything’s been explained along the way. Nobody’s anxious about the process.

Everybody feels like everything’s been taken care of step by step as opposed to getting to the end of the process. And then there being these questions like, Oh, well, I didn’t, I didn’t understand that. Or I didn’t agree to that or. Um, you know, and I think that reducing anxiety and taking care of these things for clients is, you know, what, like a lot of the reason that we use real estate agents in the first place and correct me if I’m wrong, but most people with the help of YouTube and, um, you know, the internet could probably go through this process themselves.

They could probably even, you know, write the contract or whatever it takes, but there’s. Like how anxiety inducing is that how much time does that take? Right. So that’s the whole reason that, that a lot of people do this. It’s not because, you know, the general person is maybe not smart enough or couldn’t figure it out.

It’s really, they’re relying on that part of what, you know, um, to get through it. 

Chris McAllister: So for instance, if you’re, if you’re taking them step by step through the process, and let’s say you’re with a seller, the kitchen table, and it starts with a listing agreement, you know, you’re, you’re, you’re, approach and the, and the words you use should be something like, this section outlines how we’ll handle the buyer’s agent fee when it comes up.

Let’s talk through your options and let’s decide what’s best for you. And then we’re going to fill out the form together. You know, that sounds like a common sense Thing to say, but when so many of us are still wrapped up in the way we did business before, and we know, I mean, let’s face it. We seldom had those conversations because with clear cooperation, we didn’t have to.

So it’s a new world. You take the approach that you’re simplifying. For your, for your client, you’re empowering your client and you’re fostering transparency. So a sentence like this section outlines how we’ll handle the buyer’s agent’s fee, let’s talk through the options and decide what’s best for you.

I think those are powerful, powerful words when so many of your quote competitors out there are still focusing on, uh, just do what I say because, you know, I sold a million dollars last year. So, 

Laci LeBlanc: Well, and chances are, they’ll still say, well, what do you recommend? Right? What out of those three options that we just discussed, what do you recommend or what do you usually do?

So it’s probably not going to change the outcome a whole lot, but man, the cooperation and the understanding and the relationship surely benefits. 

Chris McAllister: I think it goes a long way to, to establishing trust. Much, much more quickly. And, you know, a good salesperson, that’s what they’re going to do. You know, it’s about establishing trust in somebody who’s willing to, you know, invest a significant amount of money into purchasing your services.

So the next thing that is nice to focus on when it comes to empowerment is empowerment through long term relationships. You know, empowering clients doesn’t end when the deal closes and we work by referral at our company. So we talk about this all the time, you know, simplifying your approach and building long term relationships continues to add value, not just for your client, but for your yourself as a real estate professional for years to come.

So you want to position yourself to provide ongoing support and education. You want to be a resource for your clients. to these folks beyond the transaction. You want to earn their referrals going forward by, by being a trusted partner and collaborator. And this reassures your clients that, that you’re in it for more than just the transaction, that, that you’re in it for, uh, the relationship for the longterm.

So what some words you may want to use, Hey, even after we close, I’m going to be there to answer any real estate questions or help you with any future needs. My goal is to be your trusted advisor for years to come. You know, they, people say you never get the sale. If you don’t ask for the sale, people say you don’t get the referral.

If you don’t ask for the referral. I think this covers it, right? Even after we close, I will be there to answer any questions you have or to help you with future needs. My goal is to be your trusted advisor for years to come. I think that’s powerful and I don’t think enough of us convey that, that sentiment when we’re working with buyers and sellers.

You know, my goal isn’t just to sell you a home, but to ensure you feel confident in the decisions you’re making for your family’s future. I mean, how powerful is that? 

Laci LeBlanc: Yeah, I mean, it’s, it’s everything that you talk about as a relationship based agent, right? And it, again, by front loading some of this responsibility, just like in the one, if you’re selling one home or you’re helping someone buy one home, by front loading these conversations on the end, you make the rest of the process that much more smooth by, you know, front loading your relationship with these folks, with all of this trust and all of this, you know, Um, you know, trust building work in conversations that you’re having, you’re really simplifying the, you know, the rest of, of your life as a real estate agent in your career, because these people are going to keep coming back to you and keep coming back to you because of this, this front load of work you’ve done.

Chris McAllister: Well, and the other thing is, you know, we, we probably need to do an episode where we talk about, you know, what words to use and how to approach, you know, when you’re showing somebody a house for the very first time, and the, and the new rules are that we have to get a buyer agency agreement of some sort signed before we cross the threshold.

So that’s probably another episode. And maybe you could argue we’re a little bit out of sequence, but everything we’re talking about today just reinforces the fact that. It’s, it’s always been, and it’s always will be that the very best. Most successful real estate agents among us. They make sure that they put themselves in a situation with a client to have conversations like these.

And, you know, I think we’re going to see, uh, you know, less of it, but we had so many, uh, real estate professionals, I would say agents, licensees, who would just put people in the car, show them houses, hope they write a contract and they automatically got paid, you know, because of a clear cooperation. But the very best among us.

Never put anybody in their car, never showed a house unless that buyer in particular was willing to sit down at least for 45 minutes to an hour, either at the office, at the Starbucks, or on a zoom call and have a conversation where you could actually talk to them, find out what they’re looking for in this move, sense their motivations and, and have a forum for you to let them know.

That this truly is about them and not you. So it goes back to the whole thing. That buyer meeting has always been critical in the new environment. It’s more critical than ever. And you have to liken it to a listing meeting, right? We never thought we’d get a listing agreement signed, you know, just by sending it over and hoping for the best.

We were always doing that at the kitchen table. Right. And that’s what, how we have to approach The relationship with buyers, because at the end of the day, a buyer representation agreement says essentially the same thing as a exclusive right to sell agreement does that, you know, this, this person is going to hire you to to perform a given surface.

So I digress a little bit. So forgive me. But, um, Again, simplification is empowerment. Simplifying the real estate process is about giving your clients the clarity and confidence to make empowered decisions. It puts control back in their hands and helps them feel secure in an otherwise complicated market.

So moving forward, you’ve got to simplify so you can empower yourself. This is, this is absolutely what is required, you know, what our buyers and sellers require of us. This is also what needs to happen for you to take care of yourself. So when you focus on simplifying the processes for your clients, you’re also empowering yourself.

Because that whole mindset of simplification reduces stress, it creates efficiencies, and it gives you clarity to operate effectively in this new environment. So it’s a beautiful thing, right? If you’re doing the quote, the right thing for your clients, if you’re, if you’re empowering them, if you’re simplifying their experience, you are ultimately doing the same things for yourself.

So just a couple of tips as we get towards the end here, you’ve got to let go of the things that you used to do that no longer serve you. You know, the commission model served us for decades, but holding on to it is only going to prevent us from, from thriving over the next decade. So we need to let go of the past and we’ve got to succeed in this new landscape.

And simplification, it really is a superpower. You know, simplifying the processes can seem like it’s all about the client, but it’s actually one of the most powerful tools we have to navigate as, as real estate professionals in this new era. By cutting out complexity and focusing on value, we’re going to create a sustainable and client focused set of business models that is going to ultimately ensure that we get paid for what we do best, and make no mistake, Professionals get paid.

Laci LeBlanc: Yeah. And I mean, let’s, let’s admit that this transition is going to be a lot easier for some than others, right? For people who were already focused on a lot of this stuff, simplifying, um, the process for clients, relationship, focus, building trust, all the things we’ve discussed today, this transition is going to be a lot less painful than for those probably who were more transactional, um, In in how they worked, but also like you don’t have to reinvent the wheel.

If you’re an agent who’s looking to do this, there are there are brokers out there. There are people out there. There are organizations out there who already have some of this in in play. So, you know, finding those folks to. Mentor you to, you know, share with you, you know, we’re in a, it’s all about an abundance mindset over here.

There’s enough to go around. So finding people to, to share with you, to mentor you, finding people to model after, um, or finding, you know, an agency to join that already does these things is. Maybe a next step, because it can, it feels really complicated. Simplification feels really complicated, Chris. Um, 

Chris McAllister: if 

Laci LeBlanc: you’re used to, if you’re used to doing things a certain way, it can really feel overwhelming, I think, to be faced with all these kinds of new challenges and new ways of doing business, but there are people out there that are already doing it that you can model out.

Chris McAllister: But I think the best tip is the best way to adjust your mindset is to, is. Stop thinking about what, what, how this is affecting you. Stop thinking about what you’re going to get out of it and make sure that your prime directive is always what’s in it for them. And I think the, the, the, the more often we use sentences with the word you in it instead of the word I in it, you know, I think the better off we’re all going to be.

So that’s, that’s maybe a simple rule. The next time you get the opportunity to actually sit down with a potential buyer or seller. So, you know, simplifying isn’t just a nice to have thing in the new real estate landscape. It’s essential by cutting through complexity. You’re not only empowering your clients to make better, more informed decisions, but you’re positioning yourself as a trusted advisor.

Who delivers real value. And the truth is the market is more complicated than ever, and it probably will be for the foreseeable future. But that’s exactly why our role as real estate professionals is even more critical now than it was six months ago. The agents, those among us who can simplify, streamline, and create clarity for their clients, will not only survive in this environment, they will thrive.

So remember, it’s not about us, it’s about making the process as easy as possible for our clients, and by doing that, we ensure our own success. So here’s, here’s what I want you to do. So. Here’s our call to action. Here’s my challenge for each of you who’s listening. Start simplifying today. Look at your current processes.

Where are you adding complexity that doesn’t need to be there? Take one area of your business and just focus on that and make it simpler for your clients, whether, whether that’s your You know, your communication, the words you’re using or your contracts or how you explain commission options. Pick one thing that you’re going to own and, and you’re going to have words for it and be better at explaining than anybody else out there.

Second thing is empower your clients. You know, have that conversation with your next buyer seller that focuses on giving them more control. and transparency. Make it clear that your goal is to simplify the process and create value every step of the way. The more you say those words, the more you convey that sentiment, the more real it’s going to become for you and the more natural it’s going to be.

And finally, as always at Bruce Real Estate Company, it’s focused on long term relationships. Take the time to nurture your client relationships beyond this transaction. And you might even want to reach out to a past client this week and just reconnect and see if you can offer some advice or updates on the market or what’s happening in the world.

And just remind people, you know, that you’re in it for the long haul. If you do these three things and you start to say, start today, I guarantee you’re going to see results. Not just in your business, not just in your bank account, but you’re going to see a giant change in the trust and the confidence that your clients place in you.

Laci LeBlanc: So what I’m hearing is in a world of venti, um, double shot mocha frappuccinos with whip, be a Costco hot dog, oat milk, 

Chris McAllister: oat milk, whip,

Laci LeBlanc: be a Costco hot dog. Is what that’s right. 

Chris McAllister: Be a Costco hot dog. Don’t be a frappuccino, oat milk, whip, venti, whatever. That’s exactly right. 

Laci LeBlanc: Well, I think it’s super valuable. Um, you know, this, this conversation really, I feel needed in this conversation because it is about marketing. It is about how you present yourself and how you present your value to clients in the end.

Um, and, and I think that this makes it really tangible for folks, even folks who don’t, don’t think about marketing on a daily basis. 

Chris McAllister: Well, I appreciate that. And always a pleasure. Laci. 

Laci LeBlanc: Back at you. 

Chris McAllister: All right. See you later. 

Laci LeBlanc: See you next time.